In order to keep progressing, it’s critical for salespeople to strike a good balance between dedicating enough time to existing clients and generating new revenue.

Tune in to this episode of Killer Media Sales with Alex Whitlock and Russell Stephenson for a step-by-step guide to distress selling to people in your database that you are yet to do business with.

They explain how to use this strategy in order to generate excitement, sidestep budget concerns, and develop a new client relationship.

When it comes to sales, pace is key. If the tempo for a new initiative starts off slow, it can be very difficult to build momentum later in the piece.

In this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson break down the essence of momentum and the tactics you need to get a sale moving quickly and effectively.

They discuss how to generate demand and urgency around a sale, the power of off-market selling, and how to proceed when a keen client needs more time.

The capacity to generate a clear, concise proposal is a critical skill for successfully getting any deal over the line.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the key characteristics and structure of an effective proposal.

They explain the difference between activities and outcomes, how to go about responding to a client’s brief, and why segmenting the sales process too definitively can be detrimental.

The visual medium has always been at the forefront of advertising, and with restrictions on gatherings causing a rapid shift toward broadcast media, salespeople are looking to the past to unlock the power of video advertising for future clients.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson ponder a new realm of opportunity, unravelling the effectiveness of TVCs and the new world of virtual events.

They also discuss the new audiences that have been unlocked by these decentralised broadcasts, the compelling nature of this new medium, and the opportunities now available to potential advertisers.

Under current remote working conditions, video conferencing platforms are often replacing in-person meetings, but how does one make the decision on whether to Zoom or when a simple phone call will suffice?

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson outline the benefits of using Zoom, the common pitfalls for salespeople in Zoom meetings, and some practical tactics for structuring a video conference call.

They specify when to push for a video call, when to opt for a phone call instead, and the importance of strong presentation.

Any decent salesperson can sell a product when their prospect is on the same page and everything is running smoothly, but being truly persuasive requires a certain skill set that enables you to carefully navigate resistance and coax your prospect into progressing towards a sale.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson unpack the qualities of a persuasive mindset and why it’s critical to have a deep understanding of your tactics under normal circumstances in order to adapt to market changes.

They outline the difference between using force and being persuasive, practical steps for dealing with a new prospect, and what to do when you start to sense a bit of resistance.

Smaller deals are often overlooked, but according to hosts Alex Whitlock and Russell Stephenson, they can be an incredibly valuable tool for initiating relationships and for hitting your sales targets.

Tune in to this episode of Killer Media Sales to hear some practical steps for salespeople to capitalize on smaller campaigns, as well as what to be wary of in slashing your prices.

Alex and Russell outline how to pique a potential client’s curiosity and whether it’s better to approach existing or new clients with smaller deals.

A key skill of any successful salesperson is being able to position yourself to be allocated as much of your client’s budgets as possible. However, successfully navigating budget discussions can be a tricky and delicate process.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson answer a listener’s question about how to strategically maximise your share of a client’s budget.

They explain how to demonstrate your credibility and trustworthiness as a salesperson, why it’s critical to genuinely align yourself with your client’s objectives, and whether it’s wise to challenge your client’s budget constraints.

From the first opening of a new opportunity, all the way through to ticking the box on a deal, salespeople need to remain on the ball. To get clients interested in this current environment, you need not only a sense of urgency, but an awareness of the nuances around the relationship management process.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson dig down to the nitty gritty of what it takes to ensure your deals make it over the line.

They also analyse the mindset shift that is needed to focus energy and attention on finalising deals, as well as the finer details of client interaction that salespeople need to be aware of in order to guarantee that they can finish what they start.

The new media landscape is more complex then it ever has been before. It can be said that in media sales, we need complex solutions to meet the needs of the market, but now more than ever, the value of simplicity cannot be overstated.

On this episode of Killer Media Sales, hosts Alex Whitlock and Russell Stephenson reflect on how they got into media sales, and discuss that while the market has changed dramatically, the fundamentals of selling have remained constant.

They take a closer look at the attributes required for cutting the fat, as well as the most direct methods and approaches that you can use to shift your selling into top gear.